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Ebay
Ebay
Ebay
Ebay
Ebay
Ebay
Ebay
Ebay
Ebay
Ebay
Ebay
Ebay
Ebay
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Ebay

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  • 1. Managing the eCommerce Selling Flow Shopping cart abandonment & retention optimization tips Elad GoldenbergSunday, February 24, 13
  • 2. 65% $116 The average shopping Is the average cart abandonment rate value of an online order 2.13% Average online conversion rate 2Sunday, February 24, 13
  • 3. Key components of eCommerce purchasing process Shopping View item page Registration Up-sale / Billing Merchandising Shipping Review Add items order to cart Confirmation Key components of eCommerce purchasing process 3Sunday, February 24, 13
  • 4. Inventory display In-store Branding Non verbal Atmosphere Touch, feel communication Waiting in line and try the Face-to-face Personal product interaction attention Loyalty Purchasing confidenceSunday, February 24, 13
  • 5. Why web buyers abandon shopping carts? 44% High 41% shipping 24% 25% Not ready cost Wanted High 11% 7% to 6% product purchase to save Website Not enough products Spam with price payment too slow for later offers options Why web buyers abandon shopping carts? 5Sunday, February 24, 13
  • 6. What impacts the customer during checkout process? Fear, uncertainty & Complexity of doubt purchase Buying stage Visitor Trust persona Incentives indicators What impacts the customer during checkout process? 6Sunday, February 24, 13
  • 7. Top 8 conversion optimization tips for checkout process 1. Secured checkout 2. Require only process necessary information 3. Display progress bar in 4. Using cross-sell & up- checkout process sale before checkout Top 8 conversion optimization tips for checkout process 7Sunday, February 24, 13
  • 8. Average checkout process 28% 22% 18% 11% 9% 4% 4% 3% 1% 1 STEP 2 STEPS 3 STEPS 4 STEPS 5 STEPS 6 STEPS 7 STEPS 8 STEPS 9 STEPS Average checkout process 8Sunday, February 24, 13
  • 9. Top 8 conversion optimization tips for checkout process 5. Minimize confusion in 6. Allow guest checkout page layout 7. Display discount code at 8. Collect users data in the right time checkout process Top 8 conversion optimization tips for checkout process 9Sunday, February 24, 13
  • 10. Shopping cart abandonment and behavior prediction 600,000 250,000 Recovery online rate 57% People transactions Recent Goal Recovery 15% Abandoners rate 18% 15% ✦ Shopping cart abandonment is an important One-Time abandoners part of the normal buying process 42% Serial Abandoners 43% 25% of abandoners 42% 43% will never return $9 Avg. 2.4 in 28 days 9 Recovery rate 48% Shopping cart abandonment and behavior prediction 10Sunday, February 24, 13
  • 11. 81% of the sites automatically sign up their users for their newsletter 40% of users said they did not want newsletter 11Sunday, February 24, 13
  • 12. Start a shopping cart abandonment retention program Remind forgetful customers Remind customers when Newsletters, deals, activity summary product is in stock again Apologize for the inconvenience and offer a discount Optimize performance of mail campaigns Structure set of mails to increase attraction Automate mailing and A/B testing Timing, diversity of features and offers, New offer or related item personas Time-limited, free shipping Start a shopping cart abandonment retention program 12Sunday, February 24, 13
  • 13. Sunday, February 24, 13

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